In this week’s episode I unpack the reasons that people say no (or don’t say yes), and why you might experience clients ghosting you, and more importantly what to do about it.
There’s three core objections that people have when it comes making a purchase
- Lack of understanding about the offer or don’t understand how it can help them
- Time- either it’s not the right time for them, or they think it will take up too much time
- Money- they don’t understand the value of the service/ offer, or haven’t prioritised money to solve this problem.
Ultimately people aren’t ready to solve a problem until they reach their lowest point – or their ‘oh sh*t moment’ and your marketing needs to reach them when they are ready. You can influence this time line by letting your marketing do the heavy lifting, and handling these objections.
If you’re experiencing people ghosting you then it’s most likely due to a lack of structured journey in your business, whereby you turn an inquiry or interest into a dream client, and you might be not meeting people where they are.
Building a reliable prospect journey (to turn messages/ interest into a dream repeat client) is key to having a sustainable business, as is having a clear process for attracting clients.
If you’re still relying on word of mouth for clients this is not a method of client attraction that is predictable, or one that you can control. It’s random when someone recommends you, which is why you need other tools in your marketing toolbox.
If you’re ready to fill the gaps that you have in your marketing, come and join us inside The Expert Academy and learn how to do this, with a coaching program designed exclusively for equine and canine practitioners. It’s not general marketing, it’s a proven formula that has helped over 200 therapists around the world to double, triple and even six x their income.
The Expert Academy
